The Corporate Sales Performance Controller oversees commercial performance across all Group entities, leading Group-wide reviews, setting review agendas, and challenging country heads to drive accountability and support management decision-making. This role leads country visits and commercial coaching, while developing KPIs, controls, and commercial standards to ensure consistent performance monitoring and continuous improvement across the Group. It also mentors mid-level staff and promotes commercial excellence across all entities.

Key Accountabilities

• Monitor sales performance against budgets, forecasts, and prior-year results across countries, branches, products, customers, and sales teams.

• Analyze key performance drivers, maintain commercial KPIs, identify risks and growth opportunities, and recommend corrective actions.

• Review country sales forecasts, plans, and assumptions, highlighting performance gaps.

• Analyze stock levels, ageing, slow-moving and near-expiry inventory, stock-outs, and potential lost sales.

• Coordinate with Supply Chain and country management to align inventory with purchasing plans and seasonal demand.

• Recommend corrective actions, including pricing adjustments, promotions, and stock redistribution.

• Evaluate customer performance, retention, churn, acquisition, concentration risks, and growth opportunities.

• Monitor pricing, discounts, and margins to identify policy deviations and margin leakage.

• Coordinate with Finance and country management on credit exposure and overdue balances affecting commercial decisions.

• Conduct country and branch visits to review sales performance, identify improvement opportunities, and ensure policy compliance.

• Guide sales managers on target setting, account planning, sales practices, and performance analysis.

• Document findings, assign corrective actions, and monitor implementation.

• Monitor compliance with pricing policies, discount limits, approval procedures, and commercial controls.

• Review ERP sales transactions, returns, and adjustments to identify irregularities and control gaps.

• Escalate significant deviations and recommend corrective measures and process improvements.

• Prepare monthly and quarterly commercial performance reports and dashboards highlighting KPIs, trends, risks, and recommendations.

• Validate ERP and reporting data accuracy, coordinating with IT and Finance to resolve discrepancies and improve automation.

• Maintain commercial action trackers and monitor progress, accountability, and closure.

Generic Responsibilities

Safety, Quality, Health and Environment (SQHE):

• Follow all relevant policies, processes and procedures so that work is carried out in a controlled and consistent manner.

Policies, Systems, Processes & Procedures

• Adhere to all relevant SQHE policies, procedures, instructions and controls to ensure that work is delivered up to the required levels of Safety, Quality, Health and Environmental responsibility manner.
• Deliver work responsibilities in accordance with agreed organizational standards, approved policies and procedures that may be subject to change or improvement.

Others

• Coordinate and cooperate with team members, colleagues and superiors on work issues to ensure optimal delivery of work responsibilities.
• Prepare, verify and send periodic reports, or any other data reporting material as per work requirement and management requests.
• Carry out any other duties as per management request or work requirements.

Interactions and Work Relationships

Internal

• Internal Audit
• IT and Business Intelligence

External

• Key customers and distributors
• Suppliers and principals
• Systems and BI vendors

Desired Candidate Profile

Qualifications

Experience

• 8+ years, with proven experience guiding or managing sales teams across several markets.

Education and Certification

• Bachelor s degree in business administration, Finance, Economics or a related field; an MBA or professional qualification is an advantage.

Job Specific Skills

• Strong grasp of sales drivers, pricing and margin, inventory and customer analysis.
• Advanced Excel and Power BI; hands-on ERP experience.
• Experience in agrochemicals, agri-inputs, FMCG or distribution across multiple countries, and exposure to African markets, is a strong advantage.
• Fluent English; French and/or Portuguese are advantages.
• Willingness to travel frequently

Competencies